Federal Account Director, Intelligence Community

Compensation

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The salary range for this role is $261K – $335K, with generous equity, performance-related bonuses for eligible employees, and the following benefits:

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend to fuel your professional growth
• Daily meals in our offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. The Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy highly capable AI products across their organisation.

About the Role

The Government Sales team has a unique mission to help the U.S. Intelligence Community understand the transformative impact that highly capable AI models can bring to its most critical missions. You will drive key opportunities throughout the full sales cycle, from pipeline generation through deployment and expansion. You will collaborate closely with researchers, engineers, solution strategists, and cross-functional partners to help Intelligence Community customers advance their missions through AI.

Responsibilities

• Manage a focused set of key U.S. Intelligence Community accounts, developing and executing comprehensive account strategies.
• Lead Intelligence Community customers through their AI adoption journey, from initial consideration through successful deployment and expansion.
• Build trusted relationships with senior leaders, mission owners, technical stakeholders, acquisition professionals, and other decision-makers across the Intelligence Community.
• Partner with Solutions and Research Engineering teams to design and execute complex customer programs and deployments.
• Develop and execute capture and co-sell strategies with federal systems integrators and specialised mission partners to position OpenAI in multi-year programs of record.
• Align opportunity planning and deal strategy to MIP and NIP funding cycles, classified contract vehicles, appropriations timing, and extended approval chains.
• Work with cleared technical teams to demonstrate value across cloud, hybrid, on-premises, and air-gapped environments and translate technical fit into mission outcomes.
• Own and manage an Intelligence Community consumption revenue target.
• Develop pipeline, lead complex deal strategies, and drive opportunities through the full sales cycle.
• Oversee revenue forecasting, pipeline management, and account reporting.
• Analyse account performance and provide actionable insights to internal and external stakeholders.
• Closely monitor Intelligence Community priorities, policies, acquisition trends, competitors, and partners to inform product roadmaps and company strategy.
• Navigate complex security, compliance, procurement, and contracting requirements associated with Intelligence Community customers.
• Collaborate cross-functionally with Solutions, Product, Engineering, Government Affairs, Marketing, Communications, Business Operations, People Operations, Finance, and Legal.
• Support the recruitment and onboarding of team members focused on the Intelligence Community.
• Help build and strengthen OpenAI's culture and operating model within the Intelligence Community practice.

Requirements

• 10+ years selling commercial technology, including platform-as-a-service, software-as-a-service, cloud, data, cybersecurity, or other enterprise technology, to the U.S. Intelligence Community.
• A documented track record of closing high-value, multi-stakeholder enterprise technology deals across major Intelligence Community organisations and their supporting ecosystems.
• An active Top Secret clearance with Full Scope Polygraph.
• Developing and executing complex account and deal strategies within the Intelligence Community.
• Navigating Intelligence Community procurement, acquisition, contracting, security, and deployment processes.
• Deep familiarity with MIP and NIP funding cycles, classified contract vehicles, multi-year programs of record, and extended acquisition timelines.
• An established senior-level network of GS-15/SES/SIS and C-suite relationships across major Intelligence Community organisations and their supporting ecosystems.
• Experience partnering with federal systems integrators and specialised mission partners on capture strategies, co-selling, and program expansion.
• Proven experience selling cloud, cybersecurity, hybrid-cloud, or AI infrastructure into sensitive or classified environments, including on-premises and air-gapped deployment patterns.
• Consistently delivering growth in fast-paced, high-performance environments.
• Working directly with senior Intelligence Community executives, mission leaders, technical stakeholders, and decision-makers.
• Deep relationships and native familiarity with Intelligence Community missions, organisational structures, workflows, and buying processes.
• Translating technical capabilities into clear mission outcomes and strategic value.
• Communicating technical and strategic concepts clearly to both Intelligence Community customers and internal stakeholders.
• Leading high-visibility customer briefings, executive engagements, demonstrations, and industry events.
• Gathering, distilling, and applying detailed market intelligence, including agency priorities, policy developments, budget trends, acquisition strategies, and competitor activity.

Nice to Have

• Are customer-centric, motivated to deeply understand defence customers' priorities, and help them achieve their mission-critical objectives using AI.
• Have a passion or deep curiosity about artificial intelligence, embracing the opportunity to help deploy OpenAI's technology in ways that advance national security missions and benefit humanity.
• Are a builder, enjoying impacting how the company grows its defence and intelligence business, establishing robust systems and processes tailored to defence customer requirements.
• Are excited by new challenges, thriving when solving complex, mission-critical defence and national security problems.
• Are a strategist, deeply understanding defence go-to-market best practices, and proactively contributing to strategic initiatives.